Salesforce

MARCH 13, 2025

The formula: Total number of accounts in your industry x Annual contract value (ACV) of your company’s product or service By using fewer estimations, you can deliver a more reliable number. The business charges an average of $20 per pie, so they use this calculation to find their TAM revenue: 1.7

Minimum Viable Product

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. They act as the main point of contact for clients, addressing their needs, resolving issues, and upselling additional products or services.

Tradeshows

PandaDoc

MARCH 27, 2025

The main difference is whether customers are encouraged to buy a related product (cross-selling) or a more expensive version (upselling). Another example: Say youre already utilizing PandaDoc for contract management , allowing you to create, manage, and sign contracts digitally and all in one place.

Cross-sell

SaaStr

NOVEMBER 27, 2024

Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. Mangomint has managed such a high NRR despite having no long-term contracts. What’s worked is going deep on the product experience.

Appointment

SaaStr

JANUARY 8, 2025

While the root causes are multiple, from seat contractions in tech to budget scrutiny, at a higher level it’s a visceral remind of the importance of keeping NRR at 110%+. So the overall “project management” space has seen widely disparate impacts from the SaaS partial downturn of 2022-2024. At $600m ARR, NRR has 115%.

Non-Profits

RingDNA

APRIL 11, 2025

Value: Tracking wins against losses over time is important for two main reasons. What it Measures: How many opportunities are being won vs lost over a specified period of time (weekly/monthly/quarterly/etc). First, it enables you to gauge whether your sales team’s performance is improving.

Quota

Martech

JUNE 26, 2025

“It’s not about signing a contract and being good to go. Dig deeper: The GTM revolution is here. Are you ready? Marketing should have stepped into a larger strategic role as revenue movements evolved. We stay closely involved to help drive the revenue cultural change needed to achieve real results.

GTM

Sales Hacker

JANUARY 14, 2025

The fourth main pillar was this idea of being customer centric. And While this might not seem new, in an environment where it is tougher and tougher to get net new [00:09:00] contracts and customers in the door, it is great to see folks finally give the customer the support and attention that they deserve.

GTM

Salesforce

DECEMBER 3, 2024

Setting an upfront contract: No, this isn’t a contract for a sale. Upfront contracts ensure that prospects can trust sales reps to be honest and transparent, with no unwelcome surprises. And because adherents set upfront contracts, the sales process moves at a more predictable pace.

Sell

Hubspot

FEBRUARY 24, 2025

Where I once celebrated contract signatures, I now track how my solutions impact clients businesses months and years after implementation. Our main metrics become deal velocity and CLV. Moving beyond simple closedwon metrics changed my entire approach to sales.

Sell

Hubspot

APRIL 23, 2025

Every joint venture is built on a contract that spells out how things work. There are four main types. Or, Google and NASA collaborating on AI and quantum computing at NASAs Ames Research Center to push space exploration and data analysis forward. Ive seen joint ventures work wonders when done right.

X-functional

Salesforce

OCTOBER 25, 2024

Now any costs incurred to obtain and fulfill contracts need to be amortized over the estimated customer lifetime. Beyond the historical data, you’ll need to track every commissionable component, determine which commissions are incremental costs (if any), and allocate costs to multiple performance obligations within every contract.

Commission

Sales Hacker

JANUARY 7, 2025

But it’s easy currently, you know, you sign a contract with… 50, 60 users, one-year commit, done. Because you’re going to sign a contract and it’s a blank check and then they’re going to consume. So you’ve got URI, they close new logo. But tomorrow, how you change that?

GTM

Sales Hacker

MARCH 25, 2025

And would you say the, the main difference then between just setting up like some automation using, you know, Zapier and, and different APIs versus an actual agent is the, is the reasoning component. Is that kind of the main difference? And for that reason, it was termed a moonshot project over two years ago. And mainly the moon now.

GTM

Hubspot

MARCH 26, 2025

According to arrows.to , however, the average contract value for the platform is more than $90,000. Sales enablement supports sales teams specifically by providing tools, content, and automation to improve close rates. Revenue enablement aligns sales, marketing, and customer success teams to optimize the entire revenue cycle.

Price

SaaStr

JULY 9, 2025

The 11% IPO rate isn’t just market forces—it’s also contract design. Private alternatives simply became better. Understand what happens to IPO optionality as you raise later rounds. Sometimes the capital comes with invisible exit constraints.

B2B

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Annual contract value (ACV) The average annual revenue generated per customer contract. You don’t push the cheapest option; you position what’s cost-effective.

Objectives and Key Results

Hubspot

APRIL 23, 2025

Heres a breakdown of what youll need across the three main categories: Financial Documents Its a good idea to create a financial packet with copies of important documents that can be shared with serious buyers during due diligence: Gather three to four years of financial statements, tax returns, and profit & loss reports.

Sell

SaaStr

DECEMBER 11, 2024

AI can help discover preferences in contracts, understand how legal teams like to negotiate and implement that automatically in the software. “Staying on that main branch has a lot of benefits because you’re getting the rapid improvements to the foundational models as they’re delivered.” For us, GPT-4.0,

B2B

Sales Hacker

MAY 20, 2025

We were hardware driven, contracts driven, but I knew I loved to build and the opportunity that I first jumped in was, wow, what is this thing called Salesforce? IBM obviously big companies, worlds changing. I never had a SaaS role in my time at IBM. I need to learn about it. I need to understand it, master it.

GTM

SaaStr

JUNE 20, 2025

” Their government contracts provided the R&D foundation that now powers commercial AI solutions — a moat competitors can’t replicate. CEO Alex Karp’s insight: “Our early insights surrounding the commoditization of large language models have evolved from theory to fact.”

Government

SaaStr

APRIL 1, 2025

” AI tools won’t change this fundamental cultural dynamic. The Bottom Line:AI isn’t yet revolutionizing sales the way it is transforming software development.

GTM

SaaStr

JUNE 25, 2025

Company Snapshot: Founded : January 2014 (11 years) Current ARR : $1.09B+ (Q1 FY2025) Growth Rate : 39% YoY ARR growth, 47% revenue growth NPS Score : 80 (exceptionally high for enterprise software) Net Revenue Retention : 133% (as of Jan 2024) Customers : 2,246 customers with $100K+ ARR contracts IPO : April 2024 on NYSE (RBRK) at $5.6B

Legal

Salesforce

MAY 12, 2025

Contraction revenue: Revenue lost due to existing customers’ downgrades or reduced usage. NRR measures the revenue a company captures by both retaining and growing its existing customers. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers.

Cross-sell

Hubspot

MAY 5, 2025

An upfront contract is great for setting expectations and managing the time you have, but I think theres a balance to making this feel natural and unobtrusive, says Findley. Throughout the call, summarize what you hear and check-in: It sounds like your main challenge is scaling content without losing quality. Did I get that right?

Objectives and Key Results

Martech

MAY 19, 2025

One contract to sign. The idea of the all-in-one marketing suite from Supergiant Software, which also dealt with infrastructure (and later in the cloud) and likely supplied other areas of the organization, like finance or HR, with their software, appealed to some people. There was one vendor to manage. One throat to choke.

Cross-sell

Salesforce

FEBRUARY 17, 2025

If a customer pushes for a lower price, negotiate for a longer commitment or expanded scope for instance, dropping the price in exchange for a multi-year contract. This principle of give-and-take negotiation ensures both parties benefit and positions your company to generate greater revenue in the long run.

Territory

Salesforce

MARCH 3, 2025

This includes everything from securing approvals and ensuring every contract is compliant. This includes setting prices, drafting custom contracts, and keeping service delivery on track. Ramp deals Sales reps may also use Deal Desk for ramp deals, a multi-year contract with discounts or pricing adjustments at specific intervals.

Legal

Veloxy

DECEMBER 21, 2021

Salesforce automation software has two main goals. signNow – Get it now here : Non-selling activity tied to proposals and contracts account for over 180 hours every year per salesperson. The contract was signed? That’s why I’m only going to share software solutions with you.

Tradeshows

Iannarino

AUGUST 8, 2021

The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. It’s essential to recognize that your client’s main business is running their business. The deadline for my fourth book is looming. Limited Time.

Intrinsic

Iannarino

JULY 15, 2021

To win a deal , you are going to need someone who can sign a contract. This is especially true when you’re competing against someone who believes that all they need to do is identify a problem and insert their solution. Anyone who is oblivious that B2B sales are mainly about change management is playing the wrong game.

Gaming

Veloxy

JUNE 23, 2021

Not only are they the main point of contact, Account Executives are ultimately responsible for demoing products and handling the entire cycle in small companies. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. This is the main channel of communication.

Inside sales

Sales Pop!

JULY 11, 2023

This is when a company outsources supplemental business functions to a third party; in most cases, the company is located in a country where labor is more expensive, and the third party contracts with workers from a country where labor is cheaper. Instead, they can contract with overseas workers and hit the ground running.

Non-Profits

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract

Sales Hacker

AUGUST 14, 2020

Three main things spark renegotiations — a misrepresentation, a substantial change, or it’s simply outdated. A misrepresentation happens when the numbers in a contract or offer are incorrect. WGA renegotiates their contracts. The company needed to renegotiate a new contract for customer service, and they needed to do it quickly.

Contract

Salesmate

FEBRUARY 11, 2020

Sandler sales methodology advises sales reps to act as a consultant rather than a typical sales rep whose main focus is to convince the prospect. Here are the 7 steps of the Sandler sales method: Bonding and rapport Up-front contracts Pain Budget Decision Fulfillment Post-sell. Up-front contracts. John: Well.

Cross-sell

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. The main point is there is no reason SaaS can’t mint cash.

Quota